Sunday, July 5, 2009

Sales personnel have vast experience of working in the same territory and always know highly updated either via personal experiences or peers. Basically, the know the most information about a client and can make a better decision to grant credit than upper management. Granting credit for the first time involves a risk and to minimize the risk they can be utilized as a very good source of information.

However; there are also certain chances that sales personnel may grant credit for certain personal reasons. So, a company should not rely on one way to grant credit but also use all the other tools to make the final decision.